Financial Advisor Success

The Financial Advisor Success podcast brings you real success stories and insights from the most successful financial advisors, and leading industry consultants, about how to take your advisory business to the next level. Get a glimpse of what it's like behind the scenes building a successful advisory business, and how entrepreneurial advisors navigate the inevitable highs, and lows, of growing a firm. Whether you're a new financial advisor trying to get started on the right foot, or an experienced advisor who's hit a wall, we're here to give you the insights and inspiration you need to break through and reach the level of success you want to achieve. Subscribe to the show, and get even more at the leading industry blog Nerd’s Eye View at www.Kitces.com.

Josh Itzoe is a CFP, AIF, and Partner at Greenspring Wealth, where he consults with corporate clients about how they can improve their 401(k) offerings.

Josh is also a self-published author and believes that publishing a book about his industry was the best business decision he’s ever made.

In this episode, Josh shares how he initially got into the institutional side of financial planning and what fascinates him about helping companies hash out their 401(k) programs.

Josh also walks through the process of writing and publishing his book, and the results he saw afterward. He shares some of the best resources for those interested in the 401(k) planning space and talks about why he decided to read theentireERISA law - which is no small feat - to gain an edge over other advisors.

Dana Anspach and her firm Sensible Money have 110 full-service baby-boomer clients, $130 million AUM, and $1.3 million in annual revenue. And they do it all virtually.

In this episode, Dana talks about the structure of her firm and how she’s built it into a brand that she hopes will continue long after she’s gone. She also shares how many of her clients were formerly her readers, and talks about how her foundational client questionnaire, followed by a 3-meeting strategy and comprehensive financial plan, leads about 70% of prospects wanting to become full-on clients.

Be sure to listen to the end, where Dana discusses how her writing has formed the backbone of her brand and business, and the schedule she maintains to make sure it all gets done. Dana also shares many of the technological tools that allow Sensible Money to educate, service, and build trust with clients from around the globe.

Michael walks us through how he operates as an effective CEO to nurture his seven offices, recruit top-level talent, and delegate effectively. He gets into the details of compensation, leadership and buying other firms. He also shares the company’s trajectory and how it compares to other RIA practices out in the market.

Amy works hard to help financial advisors grow through targeted referrals to high net worth individuals. She accompanies marketing skills with sales development to make sure those leads convert to clients. She calls upon her experience at Goldman Sachs accruing $50M in AUM in just 18 months through highly-targeted cold calling and emailing.

Additionally, she shares her unique methods for finding wealthy individuals. She would go so far as to take pictures of the donor lists at art museums and research the events that these wealthy donors would make great clients. Then, she would reverse engineer a pathway to connecting with them.

In this episode, Amy also covers the places, both digital and physical, she recommends visiting to meet the new rich. If you are going to crack into this population, it is better to start with people who have just come into money. They won’t have as many entrenched service providers already in place.